The Real Deal for Sales
Insight and ideas that matter, all in one place
The Real Deal for Sales
Insight and ideas that matter, all in one place
Sales productivity depends on relationship productivity
No matter what sales role you have, the chances are you’ve spent a lot of time over the past two years thinking about productivity. Can you be sure that your team is focusing their time in the right way, when you can’t see them in the office? Without familiar routines, can you be sure you’re finding the right balance between talking to customers and prospects and other crucial tasks? Is sales tech taking over your day in a good way – or just drowning you in admin? Are you assigning territories and incentivising people in a way that works?
Sales productivity can often feel like a moving target – but there’s one element of it that never changes. Productive selling ultimately comes down to productive relationships: the connections that you’re able to form with prospects, customers and your team. Reach out with the right form of value, at the right time and in the right way, and you’ll build more and more valuable relationships for the time you invest. You’ll be generating productive relationships that lead inevitably to more productive selling.
In this edition of The Real Deal for Sales, we’re sharing the insights, tactics and tech tools that can overcome the challenges of the current sales landscape and unlock more productive relationships in 2022. We put our Sales Think Tank experts on the spot when it comes to how teams should divide up their time this year. We ask sales leaders and entrepreneurs about the businesses they’ve been building in a hybrid world. We put the future of cold calling under the microscope. And we reveal how to make the connections that matter in manufacturing, finance, tech and more.
Smart relationships are productive relationships – and smart selling is productive selling. We’ve got all the sales intelligence you need, right here.
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Vertical Corner
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Make 2022 your most productive year yet
It’s productive relationships that deliver success in sales: productive relationships with your prospects, your customers and your team. Despite the challenges and changing circumstances, data shows a clear route to ramping up your productivity. It’s called Sales Navigator.
Make 2022 your most productive year yet
It’s productive relationships that deliver success in sales: productive relationships with your prospects, your customers and your team. Despite the challenges and changing circumstances, data shows a clear route to ramping up your productivity. It’s called Sales Navigator.
Make 2022 your most productive year yet
It’s productive relationships that deliver success in sales: productive relationships with your prospects, your customers and your team. Despite the challenges and changing circumstances, data shows a clear route to ramping up your productivity. It’s called Sales Navigator.
This Quarter’s Big Five
Top stories from our newsletter
1. The proof: Sales Navigator users are more productive
They find 3.6x more decision-makers in their searches, view 2.4x more relevant buyer profiles and make 3.1x more successful connections. Discover why sales productivity starts with Sales Navigator.
Accelerating productivity in a hybrid world
2. Video highlights: Spark, Think Tank, and more
Hear the latest sales outreach tactics in our Spark virtual kick-off event, available on-demand. You can also catch up on all episodes of our Sales Think Tank and book your place for the upcoming Live with Sales Leaders on The Era of the Warm Call.
Watch now
3. The secret of successful selling in 2022? It’s all in The Pitch
The Pitch is a new, free, digital magazine from LinkedIn Sales Solutions. In it you’ll find expert advice on selling to executives, building your personal brand, navigating the Great Talent Reshuffle and building your skills for the year ahead.
Explore the Magazine
4. The latest sales tactics for manufacturing, finance and tech
Our latest analysis of the key trends in key sectors includes the importance of tech stacks for tech sales teams, new tactics for virtual relationship building in financial services, and the secrets of engaging manufacturing buyers.
Get Sector Insights
5. Sales Navigator foretells a multi-million-dollar pipeline for Prophecy
Prophecy International had a clear vision for breaking into the challenging US market for cybersecurity software. Building its ABM programme on LinkedIn Sales Navigator increased engagement 11x and smashed past its $500K revenue pipeline target.
Read the story
On Demand
All of our best video content, including Spark 2022 and the best of The Sales Think Tank.
Find your Spark for 2022
It’s the sales industry kick-off like no other: an hour of insight and inspiration starring industry leaders, sales-focused folk singers and a packed line-up of experts on navigating the new sales landscape. Set aside 60 minutes and you’ll get the inside story of LinkedIn profile hacks, virtual relationship-building techniques, plus the sing-along about sales outreach techniques that you never knew you needed, and the latest Sales Navigator features.
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Float new thinking with the Sales Think Tank
The Sales Think Tank is our virtual discussion show that goes deep on the big issues in selling, pulling in the perspectives of sales leaders, frontline selling experts and sales tech gurus. All episodes in our most recent series are now available on-demand, meaning you can access new tactics and ideas whenever you need them. Whether it’s The Great Talent Reshuffle and the challenges of selling to a world on the move or the question of what sales productivity looks like in a hybrid world, you’ll find deeper answers in the Think Tank.
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Welcome to the Era of the Warm Call
Whether it’s an email, a social message or a call, sales outreach to prospects you don’t yet know is a fundamental part of selling life. Top performers do it – and so do those struggling to hit quota. But do they all go about it in the same way? In our next episode of Live with Sales Leaders, we’ll be asking whether it’s time to go cold on truly cold calls – and what it takes to warm up the way you reach out.
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Insights Scoop
The latest LinkedIn data, direct from our Insights team.
How Sales Navigator accelerates productivity
Wherever they’re working, remotely or in the office, sales professionals face a common challenge: time spent selling is under increasing pressure from time spent staying in touch with colleagues, attending team video calls, and keeping on top of tech and training. The solution lies in getting more value from the hours you’re able to invest in outreach and building relationships – and new LinkedIn data reveals the key role that LinkedIn Sales Navigator plays in making it happen.
Sales Navigator users aren’t just able to perform tasks more efficiently, saving time. At every stage of the prospecting process, they are also significantly more effective. Sales Navigator searches are more than 3x more likely to surface the people influencing and controlling buying decisions. And the insights that users unlock on these prospects mean that they are over 3x more effective at making connections.
Compared to the average sales professional on LinkedIn, Sales Navigator users:
. Find 3.6x more decision-makers on LinkedIn
. View 2.4x more decision-maker profiles
. Make 3.1x more connections
Vertical Corner
The latest thinking and analysis from LinkedIn
The art of virtual relationship building in financial services
Few buying decisions have a strong an emotional element as those involving financial services. Whether it’s investments, insurance planning or banking services, salespeople have relied on in-person facetime to build the deep trust required to move things forward. Our new guide explores the most effective strategies for building that trust virtually: through ecosystem solutions, hyper-personalised planning and the insights that put the focus on customer needs rather than products.
Read the Playbook
Why tech sellers need a revenue-building tech stack
The best sales professionals in tech don’t just sell the value of technology to prospects – they demonstrate that value through the buying experiences that their own technology makes possible. Our latest guide for tech sales teams explains how to build a revenue-driving tech stack: one that aligns sales and marketing to address digital buyer journeys, brings clarity and calmness to the process of selling complex enterprise software, and integrates different tech elements to create valuable selling time.
Read the playbook
Building your personal brand as a manufacturing seller
Manufacturing businesses are seeking out suppliers who can take on the role of trusted partners and guide them through the complex investments and choices involved in a disrupted world. Our playbook explains how to build a selling brand they can believe in.
Read the Playbook
Going Deep
Our original research, eBooks and guides
The secret of successful selling in 2022? It’s all in The Pitch
The Pitch is a new, free, digital magazine from LinkedIn Sales Solutions that pulls together the best insights, ideas and inspiration for navigating the new sales landscape. Whether you’re a sales leader looking to build a data-led strategy, a manager finding new ways to motivate your team or just a dedicated sales professional giving yourself the best chance of exceeding quota, you’ll find the actionable sales intelligence you need, inside:
· Sales experts share their tactics for selling to executives, building your selling brand and navigating the Great Talent Reshuffle
. The latest trends in tech, manufacturing and financial services
. The rapid rise of Sales Operations – and the value it can add for your organisation
. The most popular LinkedIn Learning courses for sales professionals
. Why diversity is the new sales superpower
Read the magazine
Sales Navigator foretells a multi-million-dollar pipeline for Prophecy
Prophecy International had a clear vision for breaking into the challenging US market for cybersecurity software. In this video story and in-depth case study, CEO Brad Thomas explains how Sales Navigator quickly made the difference on sales and marketing alignment, guided the development of Prophecy’s Ideal Customer Profile and target account list – and built a world-class ABM programme. The results? After just 90 days, Prophecy had increased engagement 11x and smashed past its $500K revenue target to build a multi-million-dollar pipeline of business.
Read the story in full
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How Sales Navigator moves deals forward in a hybrid world
More than 386 million decision-makers viewed or saved as leads in the last 12 months
More than 20 million InMail requests accepted by decision-makers in the last 12 months
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